Negotiation Teams need a Vision!

Negotiation Teams need a Vision!

I recently had the pleasure of being on a panel discussion in Australia on the impact of human intelligence (Hi) and artificial intelligence (Ai) and creating a competitive edge by combining both. The main question is always “where do we start”? Start with your strategic goals. Ai and Hi are most successful when you use them to solve a problem or leverage an opportunity. A key message was - technology is an enabler, but success depends on leader’s ability to use technology and people together.

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Agility is a state of mind

Agility is a state of mind

Spend a moment thinking about the messages you received about winning as you were growing up. Think about sport, study, games, finances, and career. Think about your friends’ attitudes to these activities too. It’s probable that most of you are conditioned to think that winning, in any competition, is the most important part of the game.

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Cultural differences in negotiation - Build relationships!

Cultural differences in negotiation - Build relationships!

Over the past 25 years I have enjoyed working with individuals and teams on live negotiations in Singapore, Malaysia, Hong Kong and China.

Cultural differences in negotiations tend to occur because we overlook or ignore small differences that can be amplified into major issues. 

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Karma and Negotiation - Good or Bad!

Karma and Negotiation - Good or Bad!

At the end of a failed negotiation too many people blame bad karma for the result. Often they failed because they got to the negotiation table too quickly. The rush was to negotiate, where it should be to prepare.

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Negotiation, Technology and Success!

Negotiation, Technology and Success!

Clearly in most negotiations involving technology it is becoming harder for negotiators on the supply side to show the strategic value of the technology to organisations on the buying side.

Clarity is required not around the features and benefits, but around the value piece.

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Negotiation, Sugar and Focus!

Negotiation, Sugar and Focus!

Recently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.

During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.

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Stop and Think [The Flood, the bridge, the helicopter and a hat stand.]

Stop and Think [The Flood, the bridge, the helicopter and a hat stand.]

You will at times have problems with your major accounts or an issue will arise at a critical negotiation; re-think your approach and frame your response in possibilities and not what can’t be done.

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Prepared Negotiators are problem solvers. Do you look for solutions!

Prepared Negotiators are problem solvers. Do you look for solutions!

We went from Australia to New York, Krakow, Warsaw, Paris, London, Dubai and then back to Sydney. The preparation for 5 people to travel that distance in a month was extraordinary.

However, it also meant that as problems arose, as they did, we were able to change our mind quickly, because of the preparation. Often working on live negotiations the more we prepare, the more we play with ‘what if’ possible solutions. The more we role play, the more we test possible ways of dealing with problems. This means that we can start negotiations not focused on stated positions, but examining the common ground that exists between all parties. We become a problem solver and solutions happen quicker.

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The Agile Negotiator!

The Agile Negotiator!

Farm life has many lessons for the agile negotiator. As some of you know, my wife, 3 daughters and I own a farm 2 hours of north of Sydney in the beautiful Hunter Valley.  It is a lifestyle farm of nearly 13 acres, river frontage and a handmade timber and mud-brick house. A great place to recharge and reflect on life. It also helps to have one of the most popular vineyards in the Hunter Valley, Camyr Allyn, http://www.camyrallynwines.com.au/ just up the road. 

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